good morning believe nation today I’m going to talk about five secrets of
going to talk about five secrets of
going to talk about five secrets of telling stories that capture attention
for me I’m only interested in one thing
for me I’m only interested in one thing I’m only interested in the thing that is
I’m only interested in the thing that is
I’m only interested in the thing that is binding us all together no matter what
binding us all together no matter what
binding us all together no matter what you do in this room no matter what your
you do in this room no matter what your
you do in this room no matter what your profession is an entrepreneur work for
profession is an entrepreneur work for
profession is an entrepreneur work for an agency designer developer no matter
an agency designer developer no matter
an agency designer developer no matter what you do
what you do
what you do always and forever our job is to tell
always and forever our job is to tell
always and forever our job is to tell our story and that is never going to
our story and that is never going to
our story and that is never going to change the way you make real money the
change the way you make real money the
change the way you make real money the way you make real impact the way things
way you make real impact the way things
way you make real impact the way things get changed is by great storytelling
get changed is by great storytelling
get changed is by great storytelling it’s always been that way and it always
it’s always been that way and it always
it’s always been that way and it always will be that way because I don’t know if
will be that way because I don’t know if
will be that way because I don’t know if you guys heard but we’re human beings
you guys heard but we’re human beings
you guys heard but we’re human beings and that’s what we like I like I love
and that’s what we like I like I love
and that’s what we like I like I love going to farmers markets and if you go
going to farmers markets and if you go
going to farmers markets and if you go to the farmers market and this guy’s got
to the farmers market and this guy’s got
to the farmers market and this guy’s got better strawberries and this guy cuz
better strawberries and this guy cuz
better strawberries and this guy cuz he’s using less of something in it he’ll
he’s using less of something in it he’ll
he’s using less of something in it he’ll tell you the details but no one’s
tell you the details but no one’s
tell you the details but no one’s waiting there because this guy’s got a
waiting there because this guy’s got a
waiting there because this guy’s got a cuter side because this guy’s telling a
cuter side because this guy’s telling a
cuter side because this guy’s telling a story that’s resonating with me and
story that’s resonating with me and
story that’s resonating with me and that’s what we do for a living we tell
that’s what we do for a living we tell
that’s what we do for a living we tell stories not slogans stories Little Red
stories not slogans stories Little Red
stories not slogans stories Little Red Riding Hood is a story once you’ve heard
Riding Hood is a story once you’ve heard
Riding Hood is a story once you’ve heard it you’re gonna remember it for your
it you’re gonna remember it for your
it you’re gonna remember it for your whole life and it’s something that
whole life and it’s something that
whole life and it’s something that resonates and that it matches the way we
resonates and that it matches the way we
resonates and that it matches the way we want to see the world so when we see a
want to see the world so when we see a
want to see the world so when we see a kid with a lemonade stand it’s different
kid with a lemonade stand it’s different
kid with a lemonade stand it’s different than when we see a vending machine
than when we see a vending machine
than when we see a vending machine selling lemonade even if it’s exactly
selling lemonade even if it’s exactly
selling lemonade even if it’s exactly the same product because the story
the same product because the story
the same product because the story around it is what people are paying for
around it is what people are paying for
around it is what people are paying for so when I meet small business people all
so when I meet small business people all
so when I meet small business people all I ask them is not what’s their balance
I ask them is not what’s their balance
I ask them is not what’s their balance sheet but what’s their story why should
sheet but what’s their story why should
sheet but what’s their story why should I pick you why do I care about what
I pick you why do I care about what
I pick you why do I care about what you’re doing and if you start giving me
you’re doing and if you start giving me
you’re doing and if you start giving me all this inside baseball statistics
all this inside baseball statistics
all this inside baseball statistics about why you’re 2 percent better than
about why you’re 2 percent better than
about why you’re 2 percent better than some other competitor I’m already glazed
some other competitor I’m already glazed
some other competitor I’m already glazed over because that’s not part of the way
over because that’s not part of the way
over because that’s not part of the way I see the world
every single thing you touch is impacted
every single thing you touch is impacted by your story as an attorney as a
by your story as an attorney as a
by your story as an attorney as a teacher as an architect
teacher as an architect
teacher as an architect there’s not one line of business that
there’s not one line of business that
there’s not one line of business that you can be in that a story and a great
you can be in that a story and a great
you can be in that a story and a great story won’t elevate your outcome every
story won’t elevate your outcome every
story won’t elevate your outcome every single line of business every single
single line of business every single
single line of business every single line of service that you’re connected to
line of service that you’re connected to
line of service that you’re connected to will be impacted and ideally elevate it
will be impacted and ideally elevate it
will be impacted and ideally elevate it by the level in which you’re willing to
by the level in which you’re willing to
by the level in which you’re willing to tell and share your story so let me give
tell and share your story so let me give
tell and share your story so let me give you some guidelines some parameters what
you some guidelines some parameters what
you some guidelines some parameters what I like to call the bumper rails as if
I like to call the bumper rails as if
I like to call the bumper rails as if you’re going bowling you know when I go
you’re going bowling you know when I go
you’re going bowling you know when I go bowling I ask them to put the little
bowling I ask them to put the little
bowling I ask them to put the little bumper rails down so I could stick my
bumper rails down so I could stick my
bumper rails down so I could stick my ball can get down the lane so let me set
ball can get down the lane so let me set
ball can get down the lane so let me set up some bumper rails for you so that you
up some bumper rails for you so that you
up some bumper rails for you so that you understand what makes a great story so
understand what makes a great story so
understand what makes a great story so one is the willingness to take risk
one is the willingness to take risk
one is the willingness to take risk most people vision when they’re telling
most people vision when they’re telling
most people vision when they’re telling a story they don’t want to take a risk
a story they don’t want to take a risk
a story they don’t want to take a risk so the story has it has its limits on
so the story has it has its limits on
so the story has it has its limits on how high it’ll go or how deep it’ll go
how high it’ll go or how deep it’ll go
how high it’ll go or how deep it’ll go and when you have that then you’re
and when you have that then you’re
and when you have that then you’re really not at that part that’s gonna
really not at that part that’s gonna
really not at that part that’s gonna touch my soul so being willing to take a
touch my soul so being willing to take a
touch my soul so being willing to take a risk being clear and concise with your
risk being clear and concise with your
risk being clear and concise with your story’s a great story is a ShowMe story
story’s a great story is a ShowMe story
story’s a great story is a ShowMe story not a tell me story now this is the
not a tell me story now this is the
not a tell me story now this is the distinction that’s the game changer for
distinction that’s the game changer for
distinction that’s the game changer for most most people were telling a story
most most people were telling a story
most most people were telling a story they say so let me just share with you a
they say so let me just share with you a
they say so let me just share with you a little bit of my story and I’ll tell you
little bit of my story and I’ll tell you
little bit of my story and I’ll tell you and then I’ll show you so as I was
and then I’ll show you so as I was
and then I’ll show you so as I was building my life there was a time in my
building my life there was a time in my
building my life there was a time in my life that was very difficult it was very
life that was very difficult it was very
life that was very difficult it was very challenge true story very difficult very
challenge true story very difficult very
challenge true story very difficult very challenging very uncomfortable I didn’t
challenging very uncomfortable I didn’t
challenging very uncomfortable I didn’t have a lot of money I didn’t have a lot
have a lot of money I didn’t have a lot
have a lot of money I didn’t have a lot of hope and things just look dismal at
of hope and things just look dismal at
of hope and things just look dismal at some point I had to turn my life around
some point I had to turn my life around
some point I had to turn my life around at some point I made the decision that
at some point I made the decision that
at some point I made the decision that life had to get better I’m telling you
life had to get better I’m telling you
life had to get better I’m telling you that it’s decent you learn about me then
that it’s decent you learn about me then
that it’s decent you learn about me then if I were to show you that story I would
if I were to show you that story I would
if I were to show you that story I would say six days a week I had to eat beanies
say six days a week I had to eat beanies
say six days a week I had to eat beanies and weenies I had to find money in the
and weenies I had to find money in the
and weenies I had to find money in the crevices and the corners of my couch so
crevices and the corners of my couch so
crevices and the corners of my couch so that I can get my son milk there were
that I can get my son milk there were
that I can get my son milk there were times when my heart would beat fast just
times when my heart would beat fast just
times when my heart would beat fast just at what am I gonna have tomorrow at some
at what am I gonna have tomorrow at some
at what am I gonna have tomorrow at some point I got sick and tired of my own
point I got sick and tired of my own
point I got sick and tired of my own story is this gonna be my future
story is this gonna be my future
story is this gonna be my future No I can’t handle it notice the
No I can’t handle it notice the
No I can’t handle it notice the difference in that seconds to wrong I
difference in that seconds to wrong I
difference in that seconds to wrong I completely see that I just painted a
completely see that I just painted a
completely see that I just painted a picture same story now the second one
picture same story now the second one
picture same story now the second one will you show a story it’s gonna require
will you show a story it’s gonna require
will you show a story it’s gonna require more of you it’s gonna require to find
more of you it’s gonna require to find
more of you it’s gonna require to find the colors what were you thinking what
the colors what were you thinking what
the colors what were you thinking what were you experiencing what was going on
were you experiencing what was going on
were you experiencing what was going on in your head instead of telling me you
in your head instead of telling me you
in your head instead of telling me you look for money turn and point now this
look for money turn and point now this
look for money turn and point now this is anywhere this is anywhere you are
is anywhere this is anywhere you are
is anywhere this is anywhere you are doing anything I promise you become a
doing anything I promise you become a
doing anything I promise you become a great storyteller and you will have to
great storyteller and you will have to
great storyteller and you will have to bait your audience no matter what you’re
bait your audience no matter what you’re
bait your audience no matter what you’re doing I’ve captivated investors I’ve
doing I’ve captivated investors I’ve
doing I’ve captivated investors I’ve captivated students I’ve captivated
captivated students I’ve captivated
captivated students I’ve captivated educators because I was willing to show
educators because I was willing to show
educators because I was willing to show the story I call it unpacking the story
the story I call it unpacking the story
the story I call it unpacking the story vision being willing to tell me what
vision being willing to tell me what
vision being willing to tell me what were you thinking what were you feeling
were you thinking what were you feeling
were you thinking what were you feeling what were you saying
what were you saying
what were you saying think about a story as an oral movie and
think about a story as an oral movie and
think about a story as an oral movie and so in an oral movie think when you’re
so in an oral movie think when you’re
so in an oral movie think when you’re looking at a movie the first thing they
looking at a movie the first thing they
looking at a movie the first thing they do is they identify what state of time
do is they identify what state of time
do is they identify what state of time it is is a futuristic is it in the now
it is is a futuristic is it in the now
it is is a futuristic is it in the now was it back in the day you notice that
was it back in the day you notice that
was it back in the day you notice that based on what people are wearing how
based on what people are wearing how
based on what people are wearing how they’re talking so paint that picture
they’re talking so paint that picture
they’re talking so paint that picture for me take me to that environment set
for me take me to that environment set
for me take me to that environment set the backdrop up for me show me what
the backdrop up for me show me what
the backdrop up for me show me what you’re going through instead of saying I
you’re going through instead of saying I
you’re going through instead of saying I was angry you can tell me you’re angry
was angry you can tell me you’re angry
was angry you can tell me you’re angry but when you say the hair on the back of
but when you say the hair on the back of
but when you say the hair on the back of my neck was standing up I felt the fumes
my neck was standing up I felt the fumes
my neck was standing up I felt the fumes exiting my nose I thought that my chest
exiting my nose I thought that my chest
exiting my nose I thought that my chest was going to pop and I was gonna say
was going to pop and I was gonna say
was going to pop and I was gonna say something that I’d regret forever
something that I’d regret forever
something that I’d regret forever ooh you just showed me you were angry
ooh you just showed me you were angry
ooh you just showed me you were angry take that extra time to unpack it
take that extra time to unpack it
take that extra time to unpack it why will most people not do that because
why will most people not do that because
why will most people not do that because it requires a level of vulnerability
it requires a level of vulnerability
it requires a level of vulnerability that we’re not willing to share I don’t
that we’re not willing to share I don’t
that we’re not willing to share I don’t want to talk to you about telling your
want to talk to you about telling your
want to talk to you about telling your story
story
story see as an entrepreneur you’re gonna have
see as an entrepreneur you’re gonna have
see as an entrepreneur you’re gonna have to tell your story every time that I
to tell your story every time that I
to tell your story every time that I speak as an entrepreneur I have to tell
speak as an entrepreneur I have to tell
speak as an entrepreneur I have to tell my story and and why is that important
my story and and why is that important
my story and and why is that important because people do business with people
because people do business with people
because people do business with people they know like and trust so when you
they know like and trust so when you
they know like and trust so when you tell your story people get a chance to
tell your story people get a chance to
tell your story people get a chance to know you I was talking to a friend of
know you I was talking to a friend of
know you I was talking to a friend of mine today and and she’s going to give a
mine today and and she’s going to give a
mine today and and she’s going to give a presentation in Jamaica does it tell me
presentation in Jamaica does it tell me
presentation in Jamaica does it tell me your story so she said well I I was an
your story so she said well I I was an
your story so she said well I I was an assistant principal for 25 years but I
assistant principal for 25 years but I
assistant principal for 25 years but I said and what do you do now she said
said and what do you do now she said
said and what do you do now she said well I’ve retired and I’m refire died
well I’ve retired and I’m refire died
well I’ve retired and I’m refire died said what do you mean by that
said what do you mean by that
said what do you mean by that she said well I retired from being an
she said well I retired from being an
she said well I retired from being an assistant principal but to me retirement
assistant principal but to me retirement
assistant principal but to me retirement means fading away so now I’m an author
means fading away so now I’m an author
means fading away so now I’m an author I’m a speaker I teach people how to put
I’m a speaker I teach people how to put
I’m a speaker I teach people how to put together travel packages I’m a travel
together travel packages I’m a travel
together travel packages I’m a travel agent and and I help people to begin to
agent and and I help people to begin to
agent and and I help people to begin to add more adventure to their lives I said
add more adventure to their lives I said
add more adventure to their lives I said very good and so then she went on to
very good and so then she went on to
very good and so then she went on to talk about her education I said well
talk about her education I said well
talk about her education I said well first of all I said here’s what I want
first of all I said here’s what I want
first of all I said here’s what I want you to know as an entrepreneur and this
you to know as an entrepreneur and this
you to know as an entrepreneur and this is what you’re doing you’re gonna be
is what you’re doing you’re gonna be
is what you’re doing you’re gonna be talking to people to attract customers
talking to people to attract customers
talking to people to attract customers and I said let me give you some points
and I said let me give you some points
and I said let me give you some points about what it is you need to do in order
about what it is you need to do in order
about what it is you need to do in order to attract more customers and for people
to attract more customers and for people
to attract more customers and for people to want and say I want to do business
to want and say I want to do business
to want and say I want to do business with you as this number one start off
with you as this number one start off
with you as this number one start off telling them who you are and why you do
telling them who you are and why you do
telling them who you are and why you do what you do and why is this important
what you do and why is this important
what you do and why is this important because when people hear you speak as an
because when people hear you speak as an
because when people hear you speak as an entrepreneur when you are presenting
entrepreneur when you are presenting
entrepreneur when you are presenting yourself
yourself
yourself people are asking three questions who
people are asking three questions who
people are asking three questions who are you what do you have and why should
are you what do you have and why should
are you what do you have and why should I care
I care
I care so I told Cynthia said Cynthia if I were
so I told Cynthia said Cynthia if I were
so I told Cynthia said Cynthia if I were you here’s how I would open up hello how
you here’s how I would open up hello how
you here’s how I would open up hello how many of you have goals you want to
many of you have goals you want to
many of you have goals you want to achieve
achieve
achieve raise your hands very good let me share
raise your hands very good let me share
raise your hands very good let me share something with you
something with you
something with you one of the things that I want you to do
one of the things that I want you to do
one of the things that I want you to do right now is think about your goals I
right now is think about your goals I
right now is think about your goals I used to be an assistant principal for
used to be an assistant principal for
used to be an assistant principal for over 20 years and I decided after return
over 20 years and I decided after return
over 20 years and I decided after return I was not just going to fade away I
I was not just going to fade away I
I was not just going to fade away I wanted to do something else and I put
wanted to do something else and I put
wanted to do something else and I put together travel groups for people to
together travel groups for people to
together travel groups for people to travel around the world to live their
travel around the world to live their
travel around the world to live their dreams and now I’m an author and I’m a
dreams and now I’m an author and I’m a
dreams and now I’m an author and I’m a speaker and this is something that I
speaker and this is something that I
speaker and this is something that I enjoy doing this is something that turns
enjoy doing this is something that turns
enjoy doing this is something that turns me on
me on
me on what turns you on because what I want to
what turns you on because what I want to
what turns you on because what I want to do is show you how you can begin to see
do is show you how you can begin to see
do is show you how you can begin to see the world on your terms from a
the world on your terms from a
the world on your terms from a perspective that will add more zest to
perspective that will add more zest to
perspective that will add more zest to your life Helen Keller said life is
your life Helen Keller said life is
your life Helen Keller said life is either a daring adventure or it’s boring
either a daring adventure or it’s boring
either a daring adventure or it’s boring and so my husband and I we are looking
and so my husband and I we are looking
and so my husband and I we are looking for people who want to live a daring
for people who want to live a daring
for people who want to live a daring life we’re looking for some adventure
life we’re looking for some adventure
life we’re looking for some adventure and I said you got to make it exciting
and I said you got to make it exciting
and I said you got to make it exciting for people and give them an experience
for people and give them an experience
for people and give them an experience see as as an entrepreneur we’ve got to
see as as an entrepreneur we’ve got to
see as as an entrepreneur we’ve got to be strategic with our story and we’ve
be strategic with our story and we’ve
be strategic with our story and we’ve got to be experiential strategic what do
got to be experiential strategic what do
got to be experiential strategic what do you mean because what we’re doing is
you mean because what we’re doing is
you mean because what we’re doing is distract is feud and inspire people
distract is feud and inspire people
distract is feud and inspire people already have
already have
already have mindset about what it is that they want
mindset about what it is that they want
mindset about what it is that they want when you tell your story as an
when you tell your story as an
when you tell your story as an entrepreneur about your product about
entrepreneur about your product about
entrepreneur about your product about your skills or about your business you
your skills or about your business you
your skills or about your business you are disrupting the story that’s already
are disrupting the story that’s already
are disrupting the story that’s already in their head maybe about somebody else
in their head maybe about somebody else
in their head maybe about somebody else that they’re already dealing with or
that they’re already dealing with or
that they’re already dealing with or they’re looking at someone else and so
they’re looking at someone else and so
they’re looking at someone else and so what you want to do is interrupt that
what you want to do is interrupt that
what you want to do is interrupt that story with your story so they don’t look
story with your story so they don’t look
story with your story so they don’t look any place else so they’ll know that you
any place else so they’ll know that you
any place else so they’ll know that you are the one and through your
are the one and through your
are the one and through your presentation you dismantle their belief
presentation you dismantle their belief
presentation you dismantle their belief system and begin to encourage them in
system and begin to encourage them in
system and begin to encourage them in the process of your presentation to
the process of your presentation to
the process of your presentation to create a thirst for you for what it is
create a thirst for you for what it is
create a thirst for you for what it is you do there’s no saying you can take a
you do there’s no saying you can take a
you do there’s no saying you can take a horse to the water you can’t make them
horse to the water you can’t make them
horse to the water you can’t make them drink however through telling your story
drink however through telling your story
drink however through telling your story strategically and experientially that
strategically and experientially that
strategically and experientially that that you begin to not only expand their
that you begin to not only expand their
that you begin to not only expand their minds about the possibilities about what
minds about the possibilities about what
minds about the possibilities about what it is you provide but you create a
it is you provide but you create a
it is you provide but you create a thirst for what it is that you provide
thirst for what it is that you provide
thirst for what it is that you provide where they want to that’s what you want
where they want to that’s what you want
where they want to that’s what you want to create the want to where they want to
to create the want to where they want to
to create the want to where they want to do business with you tip number three it
do business with you tip number three it
do business with you tip number three it comes from integral all achieve a
comes from integral all achieve a
comes from integral all achieve a storytelling consultant so story as you
storytelling consultant so story as you
storytelling consultant so story as you know has a beginning a middle an ending
know has a beginning a middle an ending
know has a beginning a middle an ending but that’s not really helpful to anybody
but that’s not really helpful to anybody
but that’s not really helpful to anybody in any real way so she talks about it in
in any real way so she talks about it in
in any real way so she talks about it in this very simple structure and I love it
this very simple structure and I love it
this very simple structure and I love it there’s the normal an explosion and then
there’s the normal an explosion and then
there’s the normal an explosion and then the new normal the normal is what we do
the new normal the normal is what we do
the new normal the normal is what we do to set the scene what’s happening you
to set the scene what’s happening you
to set the scene what’s happening you include details you include the emotions
include details you include the emotions
include details you include the emotions the explosion is the thing that disrupts
the explosion is the thing that disrupts
the explosion is the thing that disrupts the normal she was riding in a car and
the normal she was riding in a car and
the normal she was riding in a car and her picked in the car crash and her
her picked in the car crash and her
her picked in the car crash and her parents died that’s obviously an
parents died that’s obviously an
parents died that’s obviously an explosion in every sense of them meaning
explosion in every sense of them meaning
explosion in every sense of them meaning now the new normal is a progress report
now the new normal is a progress report
now the new normal is a progress report we’re now going to tell you how the new
we’re now going to tell you how the new
we’re now going to tell you how the new reality exists the normal explosion the
reality exists the normal explosion the
reality exists the normal explosion the new normal
new normal
new normal greatest market or Steve Jobs when he
greatest market or Steve Jobs when he
greatest market or Steve Jobs when he introduced the iPhone for the very first
introduced the iPhone for the very first
introduced the iPhone for the very first time he talked about how smartphones
time he talked about how smartphones
time he talked about how smartphones aren’t very smart so he’s describing the
aren’t very smart so he’s describing the
aren’t very smart so he’s describing the normal as we’ve been let down by the
normal as we’ve been let down by the
normal as we’ve been let down by the promise of a smart phone the explosion
promise of a smart phone the explosion
promise of a smart phone the explosion is going to be this wonderful beautiful
is going to be this wonderful beautiful
is going to be this wonderful beautiful device called the iPhone
device called the iPhone
device called the iPhone and it’s going to change the way you
and it’s going to change the way you
and it’s going to change the way you communicate it’s going to change the way
communicate it’s going to change the way
communicate it’s going to change the way you surf the internet it’s a computer in
you surf the internet it’s a computer in
you surf the internet it’s a computer in your pocket and the way you’ve never had
your pocket and the way you’ve never had
your pocket and the way you’ve never had it before
it before
it before that’s explosion that’s how you tell a
that’s explosion that’s how you tell a
that’s explosion that’s how you tell a great story a story has to be told in
great story a story has to be told in
great story a story has to be told in short breathable sections no matter how
short breathable sections no matter how
short breathable sections no matter how long it is it can be a 20 second news
long it is it can be a 20 second news
long it is it can be a 20 second news story or it can be Don Quixote I’ve
story or it can be Don Quixote I’ve
story or it can be Don Quixote I’ve begun to think of stories as kind of a
begun to think of stories as kind of a
begun to think of stories as kind of a swim whether you’re heading across an
swim whether you’re heading across an
swim whether you’re heading across an outdoor pool or you’re trying to swim
outdoor pool or you’re trying to swim
outdoor pool or you’re trying to swim the English Channel the story has to
the English Channel the story has to
the English Channel the story has to breathe you have to breathe with it so
breathe you have to breathe with it so
breathe you have to breathe with it so does the audience
does the audience
does the audience when you break down the story and tell
when you break down the story and tell
when you break down the story and tell it in breaths you create a rhythm people
it in breaths you create a rhythm people
it in breaths you create a rhythm people can go along with the rhythm now we have
can go along with the rhythm now we have
can go along with the rhythm now we have a couple of points that are specific to
a couple of points that are specific to
a couple of points that are specific to audio and video avoid dependent clauses
audio and video avoid dependent clauses
audio and video avoid dependent clauses don’t put in some of these mind-numbing
don’t put in some of these mind-numbing
don’t put in some of these mind-numbing tongue twisting titles don’t begin by
tongue twisting titles don’t begin by
tongue twisting titles don’t begin by saying in response to congressional
saying in response to congressional
saying in response to congressional pressure the Illinois Democrat President
pressure the Illinois Democrat President
pressure the Illinois Democrat President Barack Obama said no just begin by
Barack Obama said no just begin by
Barack Obama said no just begin by saying President Barack Obama speak
saying President Barack Obama speak
saying President Barack Obama speak conversationally for example you’d never
conversationally for example you’d never
conversationally for example you’d never say actor activist humanitarian father
say actor activist humanitarian father
say actor activist humanitarian father of six Brad Pitt
of six Brad Pitt
of six Brad Pitt by the way by the time you see this it
by the way by the time you see this it
by the way by the time you see this it might be up to seven or eight but no you
might be up to seven or eight but no you
might be up to seven or eight but no you would say Brad Pitt if you need to
would say Brad Pitt if you need to
would say Brad Pitt if you need to explain who somebody is do it in the
explain who somebody is do it in the
explain who somebody is do it in the phrase that follows you’d never say
phrase that follows you’d never say
phrase that follows you’d never say Cambridge scientists and mathematicians
Cambridge scientists and mathematicians
Cambridge scientists and mathematicians Stephen Hawking you’d probably say
Stephen Hawking you’d probably say
Stephen Hawking you’d probably say Stephen Hawking and if you had to
Stephen Hawking and if you had to
Stephen Hawking and if you had to explain who he was then you go you know
explain who he was then you go you know
explain who he was then you go you know the Cambridge mathematician or scientist
the Cambridge mathematician or scientist
the Cambridge mathematician or scientist be conversational talk to an audience
be conversational talk to an audience
be conversational talk to an audience the way you would talk to somebody
the way you would talk to somebody
the way you would talk to somebody across a table let’s talk about how you
across a table let’s talk about how you
across a table let’s talk about how you can get a group of people to even listen
can get a group of people to even listen
can get a group of people to even listen in the first place look how Kevin Hart
in the first place look how Kevin Hart
in the first place look how Kevin Hart turns all of these guys who are talking
turns all of these guys who are talking
turns all of these guys who are talking to each other into a quiet audience tell
to each other into a quiet audience tell
to each other into a quiet audience tell Chuck that many pieces in the suit
what you see right here is the most
what you see right here is the most overlooked aspect of storytelling and
overlooked aspect of storytelling and
overlooked aspect of storytelling and that is capturing attention before
that is capturing attention before
that is capturing attention before you’ve even started when I listen to
you’ve even started when I listen to
you’ve even started when I listen to most people tell stories in real life I
most people tell stories in real life I
most people tell stories in real life I see people who start and stop because no
see people who start and stop because no
see people who start and stop because no one is listening or people who struggle
one is listening or people who struggle
one is listening or people who struggle through because half the group is
through because half the group is
through because half the group is carrying on a side conversation if you
carrying on a side conversation if you
carrying on a side conversation if you take just a few seconds to make sure
take just a few seconds to make sure
take just a few seconds to make sure that you have the attention you can save
that you have the attention you can save
that you have the attention you can save those failed stories
those failed stories
those failed stories Kevin’s stories are one on the fact that
Kevin’s stories are one on the fact that
Kevin’s stories are one on the fact that he grabs your attention at the beginning
he grabs your attention at the beginning
he grabs your attention at the beginning and he does that in a number of ways
and he does that in a number of ways
and he does that in a number of ways check out two of them here yeah and then
check out two of them here yeah and then
check out two of them here yeah and then you got you got asked to meet the
you got you got asked to meet the
you got you got asked to meet the President of the United States huge huge
President of the United States huge huge
President of the United States huge huge I mean let me tell you why this was huge
I mean let me tell you why this was huge
I mean let me tell you why this was huge Jim yeah it occurs really quickly but
Jim yeah it occurs really quickly but
Jim yeah it occurs really quickly but the two pieces are first giving the
the two pieces are first giving the
the two pieces are first giving the story a preamble let me tell you why
story a preamble let me tell you why
story a preamble let me tell you why this was huge Kevin does this all the
this was huge Kevin does this all the
this was huge Kevin does this all the time and it’s because that creates
time and it’s because that creates
time and it’s because that creates intrigue that will grab attention here’s
intrigue that will grab attention here’s
intrigue that will grab attention here’s another quick example from the same
another quick example from the same
another quick example from the same interview I’m a you don’t agree people
interview I’m a you don’t agree people
interview I’m a you don’t agree people to shake hands so I said we’ll put you
to shake hands so I said we’ll put you
to shake hands so I said we’ll put you on the front of the podium yes very true
on the front of the podium yes very true
on the front of the podium yes very true story very formal there’s no story I’m
story very formal there’s no story I’m
story very formal there’s no story I’m in upfront president comes down so you
in upfront president comes down so you
in upfront president comes down so you just heard Kevin say true story twice
just heard Kevin say true story twice
just heard Kevin say true story twice that is a preamble when someone says
that is a preamble when someone says
that is a preamble when someone says that the implication is that whatever is
that the implication is that whatever is
that the implication is that whatever is coming next is unbelievable so that you
coming next is unbelievable so that you
coming next is unbelievable so that you definitely want to listen in those two
definitely want to listen in those two
definitely want to listen in those two words are a great way to hook attention
words are a great way to hook attention
words are a great way to hook attention provided that you don’t abuse them now
provided that you don’t abuse them now
provided that you don’t abuse them now going back to the first clip and
going back to the first clip and
going back to the first clip and watching it all yeah yeah and then
watching it all yeah yeah and then
watching it all yeah yeah and then you’ve got you got asked to meet the
you’ve got you got asked to meet the
you’ve got you got asked to meet the President of the United States huge huge
President of the United States huge huge
President of the United States huge huge I mean let me tell you why this was huge
I mean let me tell you why this was huge
I mean let me tell you why this was huge Jim yeah the second thing to notice here
Jim yeah the second thing to notice here
Jim yeah the second thing to notice here is that Kevin says his name Jim and even
is that Kevin says his name Jim and even
is that Kevin says his name Jim and even does a different version of his normal
does a different version of his normal
does a different version of his normal name Jimmy
name Jimmy
name Jimmy which makes him chuckle but the
which makes him chuckle but the
which makes him chuckle but the underlying point is that nothing makes
underlying point is that nothing makes
underlying point is that nothing makes people sit up and pay attention like the
people sit up and pay attention like the
people sit up and pay attention like the sound of their own name now I’m sure
sound of their own name now I’m sure
sound of their own name now I’m sure you’ve been in a conversation and heard
you’ve been in a conversation and heard
you’ve been in a conversation and heard your name from across the room but
your name from across the room but
your name from across the room but immediately you had your attention
immediately you had your attention
immediately you had your attention sucked in that direction saying people’s
sucked in that direction saying people’s
sucked in that direction saying people’s names basically puts them in listen mode
names basically puts them in listen mode
names basically puts them in listen mode because what’s coming next is relevant
because what’s coming next is relevant
because what’s coming next is relevant to them that makes it a great way to get
to them that makes it a great way to get
to them that makes it a great way to get people’s attention at the beginning of a
people’s attention at the beginning of a
people’s attention at the beginning of a story or even while you’re already
story or even while you’re already
story or even while you’re already telling it if you see that they start to
telling it if you see that they start to
telling it if you see that they start to drift out another great way is to let
drift out another great way is to let
drift out another great way is to let people know that you are on your way out
people know that you are on your way out
people know that you are on your way out like in this clip I see why people
like in this clip I see why people
like in this clip I see why people bottom exotic animals if you go to Dubai
bottom exotic animals if you go to Dubai
bottom exotic animals if you go to Dubai you come back you think it’s okay cuz
you come back you think it’s okay cuz
you come back you think it’s okay cuz that’s all I got I want two sheets
that’s all I got I want two sheets
that’s all I got I want two sheets housing Dubai I say others cuz I know
housing Dubai I say others cuz I know
housing Dubai I say others cuz I know they say I gotta go we went to so Kevin
they say I gotta go we went to so Kevin
they say I gotta go we went to so Kevin just said I’m
just said I’m
just said I’m tell you all this and then I gotta go
tell you all this and then I gotta go
tell you all this and then I gotta go and by making this his last story he
and by making this his last story he
and by making this his last story he creates the sense that they had better
creates the sense that they had better
creates the sense that they had better listen up and you can’t use this one
listen up and you can’t use this one
listen up and you can’t use this one unless you are truly on your way out but
unless you are truly on your way out but
unless you are truly on your way out but it does work well in any event calling
it does work well in any event calling
it does work well in any event calling their name saying true story telling
their name saying true story telling
their name saying true story telling them that you’re on your way out these
them that you’re on your way out these
them that you’re on your way out these are all just examples the key that
are all just examples the key that
are all just examples the key that underlies all of it is this do not ever
underlies all of it is this do not ever
underlies all of it is this do not ever get into a story without first having
get into a story without first having
get into a story without first having attention from your intended audience
attention from your intended audience
attention from your intended audience now watch how Kevin will literally
now watch how Kevin will literally
now watch how Kevin will literally repeat himself three or more times to
repeat himself three or more times to
repeat himself three or more times to make sure that he isn’t starting without
make sure that he isn’t starting without
make sure that he isn’t starting without attention actors might have you been the
attention actors might have you been the
attention actors might have you been the awkward guy and boy have you been the
awkward guy and boy have you been the
awkward guy and boy have you been the sort of cool and controlled guy ever
sort of cool and controlled guy ever
sort of cool and controlled guy ever well Louis right now that’s all I think
well Louis right now that’s all I think
well Louis right now that’s all I think it’s happening Kevin is incredibly
it’s happening Kevin is incredibly
it’s happening Kevin is incredibly awkward in the way he’s helping me to be
awkward in the way he’s helping me to be
awkward in the way he’s helping me to be honest here I don’t think I’ve ever been
honest here I don’t think I’ve ever been
honest here I don’t think I’ve ever been the awkward guy same principle applies
the awkward guy same principle applies
the awkward guy same principle applies to when you’re already in the middle of
to when you’re already in the middle of
to when you’re already in the middle of a story sometimes distractions come up
a story sometimes distractions come up
a story sometimes distractions come up people walk in there’s a side
people walk in there’s a side
people walk in there’s a side conversation
conversation
conversation Kevin literally tells people to listen
Kevin literally tells people to listen
Kevin literally tells people to listen before he continues check it out an
before he continues check it out an
before he continues check it out an orangutan house on a four-wheeler listen
orangutan house on a four-wheeler listen
orangutan house on a four-wheeler listen to me this is amazing
to me this is amazing
to me this is amazing no that’s just that’s the orangutan his
no that’s just that’s the orangutan his
no that’s just that’s the orangutan his quarters okay so no quarters this the
quarters okay so no quarters this the
quarters okay so no quarters this the orangutan they got like the quarter
orangutan they got like the quarter
orangutan they got like the quarter listen to me but understand how he came
listen to me but understand how he came
listen to me but understand how he came out like each so you see it there Kevin
out like each so you see it there Kevin
out like each so you see it there Kevin doesn’t plow forward until he’s answered
doesn’t plow forward until he’s answered
doesn’t plow forward until he’s answered those side questions and he has the
those side questions and he has the
those side questions and he has the attention to continue with the story and
attention to continue with the story and
attention to continue with the story and you could see it even more clearly in
you could see it even more clearly in
you could see it even more clearly in this next clip so here Kevin and Josh
this next clip so here Kevin and Josh
this next clip so here Kevin and Josh GAD are telling a story about how they
GAD are telling a story about how they
GAD are telling a story about how they went to a strip club and Josh was
went to a strip club and Josh was
went to a strip club and Josh was dressed completely ridiculously Josh
dressed completely ridiculously Josh
dressed completely ridiculously Josh interrupts to make a joke at Kevin
interrupts to make a joke at Kevin
interrupts to make a joke at Kevin they’re going back and forth but notice
they’re going back and forth but notice
they’re going back and forth but notice how coming up Kevin will not actually
how coming up Kevin will not actually
how coming up Kevin will not actually continue with the story until the
continue with the story until the
continue with the story until the attention is fully on him and he repeats
attention is fully on him and he repeats
attention is fully on him and he repeats himself several times to get the
himself several times to get the
himself several times to get the attention there
like a substitute teacher so you see
like a substitute teacher so you see there they’re telling this kind of
there they’re telling this kind of
there they’re telling this kind of shared story where they ping-pong back
shared story where they ping-pong back
shared story where they ping-pong back and forth cracking jokes but when Kevin
and forth cracking jokes but when Kevin
and forth cracking jokes but when Kevin is ready to continue with the story he
is ready to continue with the story he
is ready to continue with the story he repeats what he was going to say three
repeats what he was going to say three
repeats what he was going to say three times before the attention comes to him
times before the attention comes to him
times before the attention comes to him and then he starts the key to this which
and then he starts the key to this which
and then he starts the key to this which so many people miss is not to get
so many people miss is not to get
so many people miss is not to get attention with your story you get
attention with your story you get
attention with your story you get attention before your story and you
attention before your story and you
attention before your story and you don’t proceed until you have it
don’t proceed until you have it
don’t proceed until you have it otherwise it’s going to fall flat or
otherwise it’s going to fall flat or
otherwise it’s going to fall flat or you’ll just wind up trailing off thank
you’ll just wind up trailing off thank
you’ll just wind up trailing off thank you guys for watching my own quick
you guys for watching my own quick
you guys for watching my own quick addition to this would be don’t be
addition to this would be don’t be
addition to this would be don’t be afraid to tell your own story I think a
afraid to tell your own story I think a
afraid to tell your own story I think a lot of people and I was like this too I
lot of people and I was like this too I
lot of people and I was like this too I was afraid to tell my own story cuz he
was afraid to tell my own story cuz he
was afraid to tell my own story cuz he didn’t want to be about me it’s not
didn’t want to be about me it’s not
didn’t want to be about me it’s not about me it’s about the products it’s
about me it’s about the products it’s
about me it’s about the products it’s about the services about what I’m
about the services about what I’m
about the services about what I’m offering to you and I didn’t want to be
offering to you and I didn’t want to be
offering to you and I didn’t want to be seen as an ego thing like I’m just
seen as an ego thing like I’m just
seen as an ego thing like I’m just trying to bump myself up the thing that
trying to bump myself up the thing that
trying to bump myself up the thing that really helped me get through that was
really helped me get through that was
really helped me get through that was understanding that the story that you
understanding that the story that you
understanding that the story that you tell helps connect customers to you if
tell helps connect customers to you if
tell helps connect customers to you if they feel your passion if they
they feel your passion if they
they feel your passion if they understand your excitement if they know
understand your excitement if they know
understand your excitement if they know why you started the business and how
why you started the business and how
why you started the business and how much you really care that helps set you
much you really care that helps set you
much you really care that helps set you apart from the next guy no matter what
apart from the next guy no matter what
apart from the next guy no matter what product or service you’re selling you
product or service you’re selling you
product or service you’re selling you have tons of competitors and often big
have tons of competitors and often big
have tons of competitors and often big competitors so why would I buy from you
competitors so why would I buy from you
competitors so why would I buy from you when I could buy from one of these safe
when I could buy from one of these safe
when I could buy from one of these safe trusted big companies the difference is
trusted big companies the difference is
trusted big companies the difference is going to be your story it’s the personal
going to be your story it’s the personal
going to be your story it’s the personal connection I can make with you it’s the
connection I can make with you it’s the
connection I can make with you it’s the passion that I feel in your voice or in
passion that I feel in your voice or in
passion that I feel in your voice or in your words as you talk about why you
your words as you talk about why you
your words as you talk about why you started this business and what it means
started this business and what it means
started this business and what it means to you where so many entrepreneurs just
to you where so many entrepreneurs just
to you where so many entrepreneurs just have a really boring corporate landing
have a really boring corporate landing
have a really boring corporate landing page a corporate homepage it talks of
page a corporate homepage it talks of
page a corporate homepage it talks of what they do with no picture with no
what they do with no picture with no
what they do with no picture with no story with no background and you’re
story with no background and you’re
story with no background and you’re gonna lose
gonna lose
gonna lose you’re gonna lose because the other guys
you’re gonna lose because the other guys
you’re gonna lose because the other guys have the track record and the history
have the track record and the history
have the track record and the history and the only reason someone would go
and the only reason someone would go
and the only reason someone would go what for you is if they beat you down on
what for you is if they beat you down on
what for you is if they beat you down on the price if you just wait cheaper than
the price if you just wait cheaper than
the price if you just wait cheaper than everybody else and that sucks as a
everybody else and that sucks as a
everybody else and that sucks as a competitive advantage and there is
competitive advantage and there is
competitive advantage and there is something special about you that is
something special about you that is
something special about you that is different than everybody else you’re
different than everybody else you’re
different than everybody else you’re just not doing a good job explaining it
just not doing a good job explaining it
just not doing a good job explaining it and so that took me a long time to
and so that took me a long time to
and so that took me a long time to understand and digest and unpack because
understand and digest and unpack because
understand and digest and unpack because I still felt like it’s not about me it’s
I still felt like it’s not about me it’s
I still felt like it’s not about me it’s about the stuff I’m creating again what
about the stuff I’m creating again what
about the stuff I’m creating again what helped me make the jump was realizing
helped me make the jump was realizing
helped me make the jump was realizing that by sharing my story and talking
that by sharing my story and talking
that by sharing my story and talking about me
about me
about me it helped people understand what I was
it helped people understand what I was
it helped people understand what I was doing better and get my ultimate goal of
doing better and get my ultimate goal of
doing better and get my ultimate goal of having an impact on somebody’s life so
having an impact on somebody’s life so
having an impact on somebody’s life so make sure to tell your story and don’t
make sure to tell your story and don’t
make sure to tell your story and don’t be afraid
thank you guys again so much for
thank you guys again so much for watching I’d love to know which of the
watching I’d love to know which of the
watching I’d love to know which of the clips meant the most to you resonate
clips meant the most to you resonate
clips meant the most to you resonate with you the most and why what changes
with you the most and why what changes
with you the most and why what changes are you gonna make now on your website
are you gonna make now on your website
are you gonna make now on your website or in your personal life I’d love to
or in your personal life I’d love to
or in your personal life I’d love to know that leaving the comments below and
know that leaving the comments below and
know that leaving the comments below and I’ll join in the discussion I made this
I’ll join in the discussion I made this
I’ll join in the discussion I made this episode of believe life because Elias s
episode of believe life because Elias s
episode of believe life because Elias s asked me to so there’s a topic you’d
asked me to so there’s a topic you’d
asked me to so there’s a topic you’d like me to cover in the next edition of
like me to cover in the next edition of
like me to cover in the next edition of believe life leave it in the comments
believe life leave it in the comments
believe life leave it in the comments below and we’ll see we can do thank you
below and we’ll see we can do thank you
below and we’ll see we can do thank you again for watching
again for watching
again for watching have an amazing day continue to believe
have an amazing day continue to believe
have an amazing day continue to believe and I’ll see you soon
now on the tip number five tip number
now on the tip number five tip number five is to have a reason or purpose for
five is to have a reason or purpose for
five is to have a reason or purpose for why you tongue the story when you have a
why you tongue the story when you have a
why you tongue the story when you have a reason behind why you’re telling it or
reason behind why you’re telling it or
reason behind why you’re telling it or purpose it could be as simple as to make
purpose it could be as simple as to make
purpose it could be as simple as to make somebody laugh or to share this
somebody laugh or to share this
somebody laugh or to share this experience of life or as deep as to
experience of life or as deep as to
experience of life or as deep as to inspire people or to move them to action
inspire people or to move them to action
inspire people or to move them to action it could be anything but when you’re
it could be anything but when you’re
it could be anything but when you’re connected to that purpose in that
connected to that purpose in that
connected to that purpose in that mission that reason why that’s what’s
mission that reason why that’s what’s
mission that reason why that’s what’s gonna make you a great storyteller
gonna make you a great storyteller
gonna make you a great storyteller because you’re not just telling a story
because you’re not just telling a story
because you’re not just telling a story just to tell it you’re telling it to
just to tell it you’re telling it to
just to tell it you’re telling it to make that personal have to bring a smile
make that personal have to bring a smile
make that personal have to bring a smile to their face or to inspire them or to
to their face or to inspire them or to
to their face or to inspire them or to show them possibilities whatever it is
show them possibilities whatever it is
show them possibilities whatever it is connect to that purpose the purpose for
connect to that purpose the purpose for
connect to that purpose the purpose for this example and the stories that I
this example and the stories that I
this example and the stories that I share here or to give you an example of
share here or to give you an example of
share here or to give you an example of how to hook somebody how do you be
how to hook somebody how do you be
how to hook somebody how do you be animated and engage and captivate in a
animated and engage and captivate in a
animated and engage and captivate in a way that’s congruent authentic and
way that’s congruent authentic and
way that’s congruent authentic and believable but that’s also going to be
believable but that’s also going to be
believable but that’s also going to be entertaining and inspiring and I teach
entertaining and inspiring and I teach
entertaining and inspiring and I teach us something if you’re serious about
us something if you’re serious about
us something if you’re serious about winning you’re gonna be looking for ways
winning you’re gonna be looking for ways
winning you’re gonna be looking for ways in which you can study and know your
in which you can study and know your
in which you can study and know your customers extremely well and and begin
customers extremely well and and begin
customers extremely well and and begin to look at how is it that you can
to look at how is it that you can
to look at how is it that you can provide the kind of service that make
provide the kind of service that make
provide the kind of service that make you stand out in their minds I’m
you stand out in their minds I’m
you stand out in their minds I’m reminded of a woman who became a
reminded of a woman who became a
reminded of a woman who became a dominant voice in their industry and she
dominant voice in their industry and she
dominant voice in their industry and she and she was asked the question what what
and she was asked the question what what
and she was asked the question what what is it that you can point to that allowed
is it that you can point to that allowed
is it that you can point to that allowed you to become successful and she said
you to become successful and she said
you to become successful and she said it’s not our intention to please our
it’s not our intention to please our
it’s not our intention to please our customers or to satisfy our customers
customers or to satisfy our customers
customers or to satisfy our customers our intention is to amaze them see when
our intention is to amaze them see when
our intention is to amaze them see when you are looking at your customers and
you are looking at your customers and
you are looking at your customers and looking for ways in which you can amaze
looking for ways in which you can amaze
looking for ways in which you can amaze them with your story with your expertise
them with your story with your expertise
them with your story with your expertise with your knowledge with your
with your knowledge with your
with your knowledge with your follow-through with the quality of the
follow-through with the quality of the
follow-through with the quality of the service that you provide
service that you provide
service that you provide that’s how customers vote with their
that’s how customers vote with their
that’s how customers vote with their dollars because of the service that you
dollars because of the service that you
dollars because of the service that you provide and because of Europe keeping
provide and because of Europe keeping
provide and because of Europe keeping your word they did a study to find out
your word they did a study to find out
your word they did a study to find out what does customer service mean to the
what does customer service mean to the
what does customer service mean to the average person and they said reliability
average person and they said reliability
average person and they said reliability can we count on you will you keep your
can we count on you will you keep your
can we count on you will you keep your word when you operate with integrity
word when you operate with integrity
word when you operate with integrity will you honor your word as yourself can
will you honor your word as yourself can
will you honor your word as yourself can we count on you you have something
we count on you you have something
we count on you you have something special what’s the story around your
special what’s the story around your
special what’s the story around your business
business
business what is it about you when people ask who
what is it about you when people ask who
what is it about you when people ask who are you what do you have and why should
are you what do you have and why should
are you what do you have and why should I care what is it about you and how you
I care what is it about you and how you
I care what is it about you and how you present yourself
present yourself
present yourself that will cause them to say I want to do
that will cause them to say I want to do
that will cause them to say I want to do business with you I’ve been looking for
business with you I’ve been looking for
business with you I’ve been looking for you you are the answer to my problem
you you are the answer to my problem
you you are the answer to my problem think about it
”
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